Empower my decisions: The effects of power gestures on confirmatory information processing

Recent research has shown that social power systematically influences information processing in many ways, and can be induced simply via powerful gestures or postures. The current studies investigated the impact of embodied power on confirmatory information processing after decision making. Based upon previous social power research, we hypothesized that individuals who posed in powerful ways (making a clenched fist or sitting in an open, expansive posture) would systematically prefer decision-consistent over decision-inconsistent information; an effect known as selective exposure, or biased assimilation. Four studies consistently indicated that bodily positioning associated with high levels of power induced greater confirmatory tendencies in the evaluation and search stages of a subsequent, decision-relevant information task (Studies 1–4). This tendency is unlikely to be due to mere physical strain (Study 4), and was mediated by differences in experienced decision certainty (Studies 3 and 4); indicating that the embodiment of high power makes people more confident regarding the validity of their decisions. Consequently, high-power posers systematically prefer information that is consistent with their decision preference.     

Selective exposure and decision framing: The impact of gain and loss framing on confirmatory information search after decisions

When people make decisions, they often prefer to receive information that supports rather than conflicts with their decision. To date, this effect has mainly been investigated in the context of decisions about gains, whereas decisions about losses have received less attention. Based on Prospect Theory, we expected information search to be differently affected by whether people previously have decided about gains or losses. Three studies have revealed that selectivity of information search is stronger after gain-framed rather than after loss-framed decision problems. An investigation of the underlying psychological processes revealed that gain decisions are made with increased subjective decision certainty (i.e. they are easier and less effortful to make), which in turn systematically increases confirmatory information search.     

Leader-focused search: The impact of an emerging preference on information search

This article examines the influence an emerging preference (i.e., a leader) has on predecisional information search. We explore two possibilities. First, decision makers may seek information they expect will support their leader (leader-supporting search). Second, decision makers may seek information about their leader, irrespective of the expected valence of the information (leader-focused search). Across various studies, product domains and experimental designs, we consistently find that decision makers engage in leader-focused search, not leader-supporting search. We also find that leader-focused search can steer decision makers towards information sources that are less important, less credible, and objectively suboptimal.     

The impact of risk and affect on information search efficiency

We develop and test a theoretical framework of the joint influence of risk and affect on information search efficiency. Our framework proposes that information search is less efficient (i.e., less strategic) when risk is high, versus low. It further proposes that the influences of positive and negative affect on search efficiency are asymmetric and depend on the level of risk. Negative affect improves search efficiency when risk is high, but not when it is low. Positive affect degrades search efficiency when risk is low, but not when it is high. We find results consistent with our framework in two experiments. We discuss implications for affect research and for decision making in risky contexts, including financial statement auditing.     

The moderating role of attitude strength in selective exposure to information

Individuals prefer to receive information that is consistent with their attitudes. Three experiments examined whether attitude strength moderates this selective exposure effect. Experiments 1A and 1B found that participants preferred attitudinally consistent information but that this effect was more pronounced to the extent that the attitude was strongly held. Experiment 2 replicated these findings and ruled out an alternative interpretation that a general tendency to hold strong attitudes rather than issue-specific attitude strength moderates selective exposure. Discussion concerns the implications of these findings and the possibility that other variables moderate the selective exposure effect.     

Threat and selective exposure: the moderating role of threat and decision context on confirmatory information search after decisions

Previous studies on the impact of perceived threat on confirmatory information search (selective exposure) in the context of decision making have yielded mixed results. Some studies have suggested that confirmatory information search is reduced, yet others have found contradictory effects. The present series of 5 studies consistently found that the crucial moderator for these inconsistent findings was whether the induced threat was contextually related to the subsequent decision and information search tasks. Contextual incongruence (e.g., an induction of terrorist threat followed by an economic decision case) results in reduced levels of confirmatory information search, whereas a congruent threat (e.g., an induction of terrorist threat followed by a decision case on terrorism) results in increased levels of confirmatory information search. Analyses of the underlying psychological processes revealed that decision-unrelated threat inductions increase decision makers' experienced decision uncertainty, thus reducing confirmatory information search.     

Utilizing probabilities as decision weights in closed and open information boards: A comparison of children and adults

Decisions in preschoolers (6 years), elementary schoolers (9.7 years), and adults (21 years) were studied with an information board crossing three probabilistic cues (validities: .83, .67, .50) with two options. Experiment 1 (n = 215) applied a standard version of the information board (closed presentation format), in which information must be searched sequentially and kept in mind for the decision. Experiment 2 (n = 217) applied an open format (Glöckner & Betsch, 2008), in which all information was visible during decision making. Elementary schoolers but not preschoolers benefited from an open format — indicated by an increase in using probabilities as decision weights. In the open but not closed format, choices were biased by normatively irrelevant information (the lure). Variations in the prediction patterns of the cues influenced decisions in all age groups. Effects for presentation format, pattern, and lure jointly indicate that even children are capable of considering multiple information in their decisions.     

The effect of personal attitudes on information processing biases in religious individuals

Selective exposure, the confirmation bias of preferring attitude-consistent over attitude-inconsistent information, is empirically a well-established phenomenon of human behaviour. However, most of the research on selective exposure has been conducted either on what material participants select or what they attend to once the material is presented. We extended a selective exposure paradigm by measuring biases at both the selection and the reading stages of information processing. After Christian participants (n?=?41) were asked about their views on tithing (a religious practice of giving charity), selective exposure biases were not systematic but were moderated by participants’ views on tithing. That is, those who were in favour of tithing showed a preference for anti-tithing material (i.e. attitude-inconsistent material), whereas those who were not in favour of tithing also showed a preference for anti-tithing material (i.e. attitude-consistent material). Our study indicates that resistance to persuasion might in some cases depend on attitude direction.     

Multi-attribute,multi-alternative models of choice: Choice,reaction time,and process tracing

The first aim of this research is to compare computational models of multi-alternative, multi-attribute choice when attribute values are explicit. The choice predictions of utility (standard random utility & weighted valuation), heuristic (elimination-by-aspects, lexicographic, & maximum attribute value), and dynamic (multi-alternative decision field theory, MDFT, & a version of the multi-attribute linear ballistic accumulator, MLBA) models are contrasted on both preferential and risky choice data. Using both maximum likelihood and cross-validation fit measures on choice data, the utility and dynamic models are preferred over the heuristic models for risky choice, with a slight overall advantage for the MLBA for preferential choice. The response time predictions of these models (except the MDFT) are then tested. Although the MLBA accurately predicts response time distributions, it only weakly accounts for stimulus-level differences. The other models completely fail to account for stimulus-level differences. Process tracing measures, i.e., eye and mouse tracking, were also collected. None of the qualitative predictions of the models are completely supported by that data. These results suggest that the models may not appropriately represent the interaction of attention and preference formation. To overcome this potential shortcoming, the second aim of this research is to test preference-formation assumptions, independently of attention, by developing the models of attentional sampling (MAS) model family which incorporates the empirical gaze patterns into a sequential sampling framework. An MAS variant that includes attribute values, but only updates the currently viewed alternative and does not contrast values across alternatives, performs well in both experiments. Overall, the results support the dynamic models, but point to the need to incorporate a framework that more accurately reflects the relationship between attention and the preference-formation process.     

The effects of team strategic orientation on team process and information search

We tested the effects of team strategic orientation on team member perceptions, work strategy and information search. In Experiment 1, 80 teams worked on a hidden profile decision-making task. A defensive team strategic orientation increased members’ perceptions of the problem’s scope, leading to a more process-focused work strategy and broader information search compared to an offensive team strategic orientation. When teams needed critical information from the environment, defensive teams outperformed offensive teams; offensive teams performed better when critical information resided within the team. In Experiment 2, these findings were replicated with 92 teams performing a different decision task. When making a second decision, half of the teams were led to change their strategic orientation; teams shifting from offense to defense altered their information search behavior more readily than did teams shifting in the opposite direction, suggesting an asymmetric adaptation effect.     

The dilution effect: Nondiagnostic information weakens the implications of diagnostic information

In a series of studies, subjects were asked to make predictions about target individuals. Some subjects were given information about the target which pretest subjects had judged to be “diagnostic”—that is, had judged to be usefully predictive of the outcome. Other subjects were given a mix of information judged to be diagnostic and information judged to be “nondiagnostic” by pretest subjects—that is, judged to be of little value for predicting the outcome. Subjects given mixed information made much less extreme predictions than did subjects given only diagnostic information. It was argued that this “dilution effect” occurs because people make predictions by making simple similarity judgments. That is, they compare the information they have about the target with their conception of outcome categories. The presence of individuating but nondiagnostic information about the target reduces the similarity between the target and those outcomes that are suggested by the diagnostic information. One of the major implications is that stereotypes and other “social knowledge structures” may be applied primarily to abstract, undifferentiated individuals and groups and may be largely set aside when judgments are made about concrete, individuated people.     

Information search and mental representation in risky decision making: The advantages first principle

In three experiments the problem is investigated how people identify early in the decision process those alternatives that are worthwhile to be examined in more detail. We assume that decision makers employ the Advantages first Principle: They first search for information about positive outcomes and then focus their information search (e.g., for negative consequences or for risk defusing operators) on those alternatives that appear attractive after this initial evaluation. In Experiment 1 (120 participants), initial information about consequences was varied for eight alternatives (no information, positive consequences, negative, or mixed for four alternatives). In all conditions, the great majority of participants followed both aspects of the Advantages first Principle. In Experiment 2, 60 participants decided in two quasi‐realistic scenarios with two alternatives each. Initial information was presented so that one alternative had better positive consequences, worse negative consequences, or both. In all conditions, more information was searched for in the initially better alternative. In Experiment 3 (20 participants) the Advantages first Principle was not only confirmed for a scenario but also for choices in traditional gambling tasks with two and eight alternatives, respectively. Participants could win or lose real money. Copyright © 2010 John Wiley & Sons, Ltd.     

Why people make friends: The nature of friendship

Friendship constitutes an important facet of human behavior, and the current research investigated the reasons that motivate people to make friends. First, a combination of qualitative research methods were used to identify 41 perceived reasons why people make friends. Using a sample of 1,316 Greek‐speaking participants, these reasons were classified into five broad factors. Participants indicated that the most important reasons for making friends were to receive social input, support, and because of someone else's good qualities. Sex differences and age effects were found in most factors. Finally, the five factors were classified into two broader domains, the first reflecting motivation to make a true friendship and the second to gain opportunistic benefits.     

动、静态视觉信息在真实世界视觉搜索中的作用

真实环境中的视觉搜索是人和动物赖以生存的重要能力。目前的视觉搜索研究多使用静态的观察者和静止的二维搜索对象, 侧重于探究注意在搜索中的作用; 现有的视觉搜索理论模型主要概括了影响搜索的自上而下的注意因素, 而将自下而上影响因素简单归结为影像显著性, 然而在真实环境中, 观察者或搜索对象是可以运动的, 搜索时可利用的视觉信息包括动态光流和静态影像结构信息。已有的视觉识别研究发现这两种信息相结合可以使观察者准确持久地识别场景、事件和三维结构。在现有视觉搜索理论模型中引入两种视觉信息可以较好还原真实环境中的搜索任务。我们提出研究构想和实验方案,探究利用动、静态视觉信息的视觉搜索过程, 从而完善现有的视觉搜索模型。我们认为充分利用环境信息可以提高搜索效率, 且在视觉搜索训练和智能搜索设计等方面有重要的应用价值。     

Saving the worst for last: The effect of time horizon on the efficiency of negotiating benefits and burdens

Three experiments explored the effect of outcome delays—longer time horizons for the realization of outcomes—on the efficiency of negotiated agreements. We hypothesized that there would be a positive relationship between a longer temporal distance to the consequences of negotiated agreements and the efficiency of those agreements. Outcome delays did increase the efficiency of the negotiated agreements. In addition, type of resource, burden or benefit, moderated this relationship. Because negotiating for burdens is more difficult than negotiating for benefits in the present, the salutary discounting effects of outcome delays were greater for burdens. The multifaceted effects of time on negotiations are discussed.     

Task conflict,information processing,and decision-making: The damaging effect of relationship conflict

A popular theoretical assumption holds that task-related disagreements stimulate critical thinking, and thus may improve group decision making. Two recent meta-analyses showed, however, that task conflict can have a positive effect, a negative effect, or no effect at all on decision-making quality (De Dreu & Weingart, 2003; De Wit, Greer, & Jehn, 2012). In two studies, we built upon the suggestion of both meta-analyses that the presence of relationship conflict determines whether a task conflict is positively or negatively related to decision making. We hypothesized and found that the level of perceived relationship conflict during task conflict (Study 1), and the actual presence (vs. absence) of relationship conflict during task conflict (Study 2), increased group members’ rigidity in holding onto suboptimal initial preferences during decision making and thus led to poor decisions. In both studies the effect of relationship conflict on decision making was mediated by biased use of information.     

Post choice information integration as a causal determinant of confidence: Novel data and a computational account

Confidence judgments are pivotal in the performance of daily tasks and in many domains of scientific research including the behavioral sciences, psychology and neuroscience. Positive resolution i.e., the positive correlation between choice-correctness and choice-confidence is a critical property of confidence judgments, which justifies their ubiquity. In the current paper, we study the mechanism underlying confidence judgments and their resolution by investigating the source of the inputs for the confidence-calculation. We focus on the intriguing debate between two families of confidence theories. According to single stage theories, confidence is based on the same information that underlies the decision (or on some other aspect of the decision process), whereas according to dual stage theories, confidence is affected by novel information that is collected after the decision was made. In three experiments, we support the case for dual stage theories by showing that post-choice perceptual availability manipulations exert a causal effect on confidence-resolution in the decision followed by confidence paradigm. These finding establish the role of RT2, the duration of the post-choice information-integration stage, as a prime dependent variable that theories of confidence should account for. We then present a novel list of robust empirical patterns (‘hurdles’) involving RT2 to guide further theorizing about confidence judgments. Finally, we present a unified computational dual stage model for choice, confidence and their latencies namely, the collapsing confidence boundary model (CCB). According to CCB, a diffusion-process choice is followed by a second evidence-integration stage towards a stochastic collapsing confidence boundary. Despite its simplicity, CCB clears the entire list of hurdles.     

Increasing intolerance of uncertainty over time: the potential influence of increasing connectivity

Anxiety levels have increased for several decades, despite objective indicators of historically unprecedented safety. A perceived inability to tolerate uncertainty or distress motivates individuals experiencing anxiety to engage in safety behaviors. Mobile phones provide unrestricted access to safety cues intended to reduce uncertainty and therein anxiety; however, recurrent engagement in reassurance seeking behaviors paradoxically increases anxiety. The current research was designed to assess whether self-reported intolerance of uncertainty (IU) levels may have been increasing and, if so, whether the increases correlate positively with mobile phone penetration and Internet usage. A cross-temporal meta-analysis was conducted using data from 52 North American studies exploring IU as well as social indicator data from several public sources. A statistically significant increase in IU levels occurred from 1999 to 2014, correlated with increases in mobile phone penetration and Internet usage. As hypothesized, IU levels appeared to be increasing over time and the increases correlate positively with mobile phone penetration and Internet usage. The results support the possibility that mobile phones increase reassurance seeking, acting as safety cues, and reducing spontaneous, everyday exposures to uncertainty, which may ultimately potentiate psychopathology by increasing IU and anxiety. Subsequent experimental research to assess for causality appears warranted. Limitations and directions for future research are presented.     

Searching hard versus searching smart: The role of search process quality in an internship context

Based on a self‐regulatory approach, we propose that students searching for an internship following a high‐quality process will show greater search success. In a sample of 191 Belgian final year students looking for an internship, the quality of students’ search process was positively related to both self‐reported and objective search outcomes, beyond the mere intensity of their search. Specifically, reflection related positively to students’ satisfaction and perceived fit with their internship, as well as to organizations’ assessment of students’ internship performance. Planning related positively to the speed of finding an internship. Furthermore, the four search process quality dimensions explained incremental variance in these outcomes beyond a unidimensional measure of metacognitive activities, supporting the added value of our multidimensional approach.     

Group information elaboration and group decision making: The role of shared task representations

Decision making groups often exchange and integrate distributed information to a lesser extent than is desirable for high-quality decisions. We propose that group members’ shared task representations play an important role in this respect, because groups are often insufficiently attuned to the task’s information elaboration requirements. Task representations emphasizing elaboration of decision-relevant information should therefore enhance decision-making performance. This should hold especially when group members realize that they share these task representations, because this realization removes psychological barriers to introducing new insights. Testing these hypotheses, we compared information elaboration and decision-making performance of control groups and groups receiving instructions emphasizing information elaboration in two experiments. Half of the experimental groups were also made to realize that they shared the elaboration instructions. As predicted, groups with task representations emphasizing information elaboration and the realization they shared these representations outperformed groups in the other conditions. This effect was mediated by information elaboration.